In this episode of Scrappy ABM, host Mason Cosby uncovers strategies for bridging the gap between sales and marketing—without huge budgets. He dives into why sales and marketing often clash, the goals that drive sales teams, and the steps to create effective ABM playbooks using the four D framework.

Best Moments

(00:54) The constant battle between building brand vs. building pipeline

(12:38) Why sales and marketing are often misaligned

(17:22) The goals of sales teams and their time horizons

(32:36) The four D framework for structuring ABM playbooks

(36:44) The importance of understanding sales compensation plans

(42:45) Upcoming webinar on taking the first steps with ABM

(47:48) Insights on content creation for ABM programs